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Evolution of Buyer–Seller Relationships - Abstract


Douglas Bowman (, Emory University


Much empirical research to date on buyer-seller relationships has concentrated on studying the status of an existing relationship, typically through cross-sectional study. Considerably less attention has been devoted to longitudinal aspects or relationships. The objective of this chapter is to synthesize existing empirical research which examines longitudinal aspects of buyer-seller relationships, with an eye towards understanding how they form, evolve over time, and sometimes breakdown.

The Handbook of Business-to-Business Marketing

This chapter is part of the ISBM Handbook of Business-to-Business Marketing, edited by Professors Gary Lilien and Raj Grewal. The Handbook of Business-to-Business Marketing is available from Edward Elgar Publishing and other online book retailers.

As the authors retain the copyright to their chapters, only they have the right to use or distribute their chapter. If you would like a copy of this chapter, please contact the author or authors directly through their emails included above.

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